by Jeff West | Sep 6, 2016 | Sales Coaching, Sales Leadership, Sales tips
Your Value Proposition Creates Fusion Points™ With Your Customer The goal of your sales process should be to create Fusion Points™ with your prospects that convert them to customers. Following that, your goal is to continually build that fusion with your client...
by Jeff West | Mar 21, 2016 | Sales Coaching, Sales Leadership, Sales tips
Find Your Fusion Points© Sorry to leave you hanging on my last post, but it was getting a bit lengthy. After all, we are dealing with the number one reason that people give up on a career in sales. Quite frankly, I also believe it is the reason for most of the...
by Jeff West | Mar 11, 2016 | Life Work Balance, Sales Coaching, Sales Leadership, Sales tips
Sir, Can You Spare Some Change? The plight of the homeless is something that strikes close to my heart. As I see the people holding signs at intersections, I know that some may be legitimate and others are most likely not. But I am smart enough to know that...
by Jeff West | Mar 11, 2016 | Sales Coaching, Sales Leadership, Sales tips
Don’t Give A Solution Too Soon As a young sales person, it would be almost impossible for me not to “jump into sales mode” as soon as my prospect said anything that sounded like something for which we had a solution. I was very eager. In time, I...
by Jeff West | Jan 8, 2015 | Sales Coaching, Sales Leadership, Sales tips
As a child, I loved to play baseball. I played catcher for the rebel league in my small hometown. Our league did not have a tremendous amount of funding, so playing catcher became quite a challenge during those first few practices. The reason was simple – the...
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